ProActive Sales Management

How to Lead, Motivate, and Stay Ahead of the Game

 ProActive Sales Management

Author: William "Skip" Miller
Pub Date: July 2009
Print Edition: $24.95
Print ISBN: 9780814414569
Page Count: 256
Format: Hardback
Edition: Second Edition
e-Book ISBN: 9780814414576

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Overview

Managing sales is entirely different than making sales. This proven guide arms sales managers with the powerful strategies they need to succeed.

Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to:

motivate a sales team

• get their sales team to prospect and qualify

• create a proactive sales culture

• effectively coach and counsel up and down the sales organization

• reduce reports to one sheet of paper and 10 minutes a week

• forecast with up to 90% accuracy

• take A players to A+ levels

Packed with all new metrics and tactics for making the numbers in today’s sales environment, this is an important resource no sales manager should be without.

About the Author

William “Skip” Miller (Los Gatos, CA) is president of M3 Learning, a sales and management development company, and an instructor for numerous AMA sales management training programs. He is the author of ProActive Selling (978-0-8144-0764-6), More ProActive Sales Management (978-0-8144-1090-5), and co-author of Knock Your Socks Off Prospecting (978-0-8144-7285-9).

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